Regional Sales Manager

Regional Sales Manager

LSI's heritage spans almost 50 years, dating back to 1976, when the company was founded. The company employs over 2,000 people at 19 manufacturing plants in the U.S. and Canada, and we continue to grow. Headquartered in Greater Cincinnati, Ohio, LSI is a publicly held company traded on the NASDAQ Stock Exchange under the symbol LYTS. We manufacture commercial lighting solutions, advanced graphic and image solutions, digital and retail display solutions.

We are looking for a Regional Sales Manager to support our EMI Tampa team.

Position Overview:

We are seeking a proven, results-driven Regional Sales Manager to drive revenue growth across our comprehensive food service equipment portfolio, including custom stainless fabrication, millwork, refrigeration, digital menu boards, and fully integrated solutions. Reporting to VP of Sales, this is a true sales leadership role: approximately 50% focused on new-business development and 50% on cultivating and expanding relationships with our established dealer, consultant, and manufacturer's rep group channels.

The ideal candidate excels in spec-driven, project-based selling within the commercial food service environment and has a track record of guiding complex opportunities from early design/specification through quoting, ordering, and successful delivery.

Essential Job Functions:

I. New Business Development

• Identify, pursue, and close new accounts across assigned regions, with an emphasis on national and multi-unit dealer programs.
• Build a robust qualified pipeline of project opportunities through design consultants, dealers, and end-user operators.
• Effectively position the company's custom fabrication and integrated-solutions capabilities to win specifications early in the design process.

II. Channel & Rep Group Management

• Recruit, onboard, train, and manage manufacturer's rep groups within the territory.
• Drive accountability against rep group sales targets; conduct regular business reviews and joint sales calls.
• Serve as the day-to-day point of contact for dealer partners, ensuring program adoption and order growth.

III. Consultant & Specification Engagement

• Develop and maintain strong relationships with food service design consultants (FCSI and others) to secure product specifications on new projects.
• Provide technical guidance, product education, and value-engineering support during the design phase.

IV. Quote Coordination (Cross-Division)

• Gather and supply all necessary specifications, drawings, and customer requirements to the estimating team so they can produce accurate quotes — this role feeds the quoting process rather than building quotes directly.
• Coordinate across divisions when an opportunity spans multiple product lines, ensuring the customer receives one unified, consolidated quote rather than separate divisional quotes.
• Own the customer-facing relationship throughout the opportunity lifecycle, aligning divisions on scope, pricing, and timing.

V. Open Quote & Order Follow-Through

• Proactively manage and follow up on all open quotes in the system to advance them toward closure.
• Collaborate directly with customers on open orders to secure approvals and release jobs to production on schedule.
• Track lead times, change orders, and delivery commitments, partnering with project management to protect schedules and customer relationships.

VI. Quoting Systems & Pricing Methodology

• Champion the use of Auto Quotes (AQ) as the division's standard quoting platform, supporting the ongoing transition from the legacy Blackbox system to Auto Quotes.
• Drive a more disciplined, consistent approach to food service quoting across divisions, helping move the organization toward a cost-based, cost-plus pricing methodology.
• Reinforce data quality and adoption within AutoQ
• uotes so quotes are accurate, comparable, and aligned with the division's pricing standards.

VII. Forecasting & Trade Shows

• Maintain an accurate sales forecast and pipeline reporting for division leadership.
• Represent the company at industry trade shows (e.g., NAFEM) and regional events; support booth strategy and lead follow-up.

Preferred Qualifications

• Existing relationships with national dealers (e.g.,…